Lower Qualifications: Getting More by Requiring Less

How can I top myself next year? That's the refrain of incentive planners in a game of one-upmanship that's played out in insurance company marketing departments around the country. Judged against internal standards as well as those set by competitors, executives often feel the weight of history as they plan upcoming rewards. Every year needs to be a bit more spectacular: A five-star resort instead of a four-star, a six-day trip instead of a five-day, Sydney instead of Scottsdale--it's hard ...

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